ScanSource Europe SPRL
This position will be responsible for the development, implementation and administration of the Reseller Financial Services’ (“RFS”) global alternative financing programs to ensure an excellent customer experience in North America (Canada and United States), Europe, and Latin America. Responsible for analyzing target groups of resellers to determine the reseller’s financial eligibility for the establishment of a trade credit limit with ScanSource, Inc. (“ScanSource”) and determine the proper financial alternatives as designed to help optimize the customer’s cash flow, expand the customer’s purchasing power and maximize ScanSource’s profitable and sustainable revenue growth. This will be accomplished through regular meetings with internal Business Development and Sales personnel, customer interviews, and analysis of customer financial information, review of public information and exploration of potential collateral alternatives when necessary. Periodic visits may be necessary, some in cooperation with sales unit Business Development and Sales personnel, to develop relationships with prospective customers, to discuss business plans and financial performance of the customer to determine trade credit extension eligibility and to reach agreement on financial options to expand the customer’s purchasing power. This highly motivated individual is also responsible for developing and implementing marketing initiatives to promote ScanSource’s worldwide alternative financing programs to optimize each program’s usage. Provides timely and accurate reporting on financing program usage and performance as required.
The FBD will ensure compliance with RFS guidelines and applicable commercial credit laws to maximize ScanSource’s profitable revenue opportunities within predetermine risk parameters designed to develop and maintain quality partnerships with our customers and vendors.
Essential Job Duties:
I. Business Development
The FBD will be responsible for assisting the Vice President in cultivating and identifying new alternative financing solutions for ScanSource customers globally, as well as, ensuring the successful implementation and maintenance of existing financing programs.
As required, schedule on-site visits with customer’s to develop prospective business opportunities by understanding the customer’s business plan and successfully presenting financial options that expand the customer’s purchasing power with the proper balance of risk mitigation.Coordinate business travel with sales unit business development personnel for special requirements.
Provide customers with feedback on market trends in their business; provide information to customers concerning best practices in the industry.
Coordinate with sales and business development teams to target key customer prospects and alert sales of existing customers for sales growth across sales units.
Assist sales with the onboarding of new resellers by providing education of ScanSource’s financial offerings and specific programs, if applicable, to help new resellers transition to ScanSource.
Interview internal and external customers to identify financial market trends and/or needs within the industry and working with the Financial Programs Coordinator (“FPC”) and Financial Programs Specialist (“FPS”) to develop financial programs to meet and exceed the requirements.
Interact extensively with all ScanSource sales unit executives and personnel, and customers’ executives and personnel to negotiate transactions and communicate underwriting decisions.
Provide operational and transaction specific guidance on alternative financing programs to the RFS team and internal (i.e., ScanSource sales units) and external customers (i.e., customers and vendors).
Gather industry and competitive information to understand trends and best practices.Occasionally attend trade shows to interact with customers and sales to understand challenges and implement solutions.
In coordination with the FPC and FPS develop and maintain cooperative, accessible and responsive working relationships with resellers, ScanSource sales, and merchandising personnel as it relates to alternative financing programs.
Establish and maintain positive relationships with both internal and external customers by responding quickly and effectively to requests and meeting or exceeding customer expectations.
Assist in exploring new alternative financing solutions based on areas of interest expressed by customers and ScanSource sales teams, as well as, research the alternative financial programs of ScanSource competitors.
The FBD will assist the Vice President in proactively marketing and promoting ScanSource’s alternative financing programs. This individual will ensure that operational processes and marketing guidelines are adhered to and that education and training on alternative financing programs is delivered timely and efficiently to necessary ScanSource personnel.
Assist in the development and delivery of internal education and training for RFS, Sales, and Merchandising Departments to promote awareness of and adherence to operational processes and procedures as it relates to financing programs.
Proactively communicate and market new financial product developments to internal and external customers.
Assist the Vice President in proactively working with marketing and the sales units to communicate ScanSource financial offerings to our customers and participate in the planning of campaigns, various trade shows, and customer conferences.
Assist in the creation of advertising materials and collateral.
Assist in working with vendors to design guideline compliant marketing materials specific to their product lines, alternative financing solutions, etc.
Assist in creating press releases for new offerings.
Assist in planning booth set-up for trade shows and business partner conferences, including creative development, logistical coordination of on-site needs (marketing collateral, audiovisual, setup, food and beverage), registration management, and database management.
Collaborate with ScanSource customers to assist in the development, creation, and execution of alternative financing program end-user marketing campaigns.
Work directly with the Marketing Department to design, produce, and manage webinars, and other web based initiatives using SiteCore software.
III. Program Management
The FBD, in coordination with the FPC and FPS will assist in effectively managing ScanSource’s alternative financing programs and maintain accurate and meaningful reporting for the benefit of the ScanSource Management team and third party financing vendors.
Obtaining the voice of customer through interviews to identify future needs of financial offerings, changes or amendments to existing programs, and challenges in the use of particular programs and to address accordingly.
Assist in the development, maintenance, and management of internal and vendor reporting processes.
Monitor floor plan, lease, working capital and other alternative program financing volume.
Prepare weekly, monthly, and quarterly reports for the ScanSource Management as it relates to ScanSource’s financial programs.
Maintain program and financial partner correspondence in the appropriate vendor partner and vendor partner prospects electronic files to ensure ScanSource’s expectations are met as it relates to necessary documentation and time frame of payments.
Assist in the negotiation of alternative financing program agreements with financial vendors.
IV. Financial Underwriting
The FBD will work to understand the customer’s business needs and collaborate with the RFS and Sales teams to ensure the development and implementation of analytical and technical financial solutions.
Analyze creditworthiness of customers to determine acceptable levels of risk.Underwrite and approve aggregate credit extension within approval authority, and above through recommendations to appropriate authority level for approval.
Ensure a high degree of accuracy, consistency, confidentiality, and timeliness when analyzing financial statements, writing a financial review, and completing RFS forms.
Engage and update appropriate sales unit personnel as necessary.
Understand customers’ financing needs and leverage resources available from ScanSource and third party financial vendors to augment underwriting in excess of the customer’s approved trade credit limit.
Communicate directly with new and existing customers to ensure understanding and adherence to financial program standards and guidelines.
Assist RFS team to ensure appropriate deal-specific alternative financing documents are in place to facilitate prompt payment and mitigate risk to ScanSource.
V. Business Process Efficiencies
Assist with the development and implementation of process improvements to promote efficiencies and improve customer experience.
Rethink, redesign, and implement business processes to achieve improvements in cost, quality, speed, and service.
Recommend and execute technology improvements to drive productivity.
Encourage and develop business practices to enable ScanSource to advance its competitive position.
Analyze and make enhancement recommendations to processes that are not allowing business needs to be achieved.
VI. Supports RFS Managers, Directors, Vice President and Team
Assist with the development and achievement of ScanSource and RFS department objectives.
Compile and evaluate data for benchmarking, credit score validation, and constant reporting.
Identify and provide as requested relevant information related to each customer’s utilization of all available financial solutions and provide recommendations to RFS Management and customers about other available resources.
Manage and control ScanSource’s operating expenses to conform to annual allocation (e.g., personnel costs, equipment purchases, travel expenses).
Ensure consistency among the RFS team members through proactive and constant communication about ScanSource’s financial offerings.
VII. Other Duties as Assigned
This includes any additional responsibilities or assignments not listed within the job description.
The FBD will report to the Vice President – Worldwide RFS. Internal contacts include all business, support, and administrative units of ScanSource. External contacts include vendor personnel and senior and mid-level customer personnel and business partners. The individual will be the liaison for sales and business development as related to financial business development and financial program offerings.
Minimum of a Bachelor degree in accounting, finance, financial management and/or seven to ten years working experience within a credit and financial management discipline. In addition, must have experience in credit, financial analysis, business development, marketing, floor plan financing, leasing, negotiation, team development, and professional management.
Excellent written and verbal communication skills and the ability to relate well to all levels of management.
Strong problem solving, decision-making, and timely follow-up skills with demonstrated abilities to work well within defined time restraints and pressures situations.
Organizational skills, time management skills, the highest qualities of leadership, professionalism, and teamwork.
The ability to eagerly adapt to change and assist the team in managing change.
Strong project management skills and the ability to manage multiple priorities.
Proficiency in computer software applications (e.g., Microsoft Office, Excel, Word) and the ability to learn enterprise resource planning applications.
An in depth understanding of business management environment, financial statement analysis, accounting conventions and specifically industry financial standards and trends.
Comprehensive understanding in aspects of commercial law including negotiable instruments, bankruptcy law, legal procedures, and the Uniform Commercial Code requirements.
Strong management, coaching, and motivational skills.
A commitment to the center of excellence.
Financial underwriting and customer relationship experience in distribution environment and/or technology industry. Credit Business Associate (CBA), Credit Business Fellow (CBF), and/or Certified Credit Executive (CCE) certifications. Floor planning and/or leasing experience.
Ability to sit at a computer terminal for long periods of time.
Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
Ability to travel 40% of the time.
Ability to lift 10 pounds.
ScanSource, Inc. is an Equal Opportunity Employer
ScanSource Europe SPRL
Website : http://www.scansourceposbarcode.eu/
ScanSource Europe SPRL, Avenue du Bourget / Bourgetlaan 44, B-1130 Brussels, Belgium - numéro d'entreprise 0476.373.928 - Commercial Register (registre des personnes morales) tribunal de commerce de Bruxelles - TVA BE 0476.373.928.